Alliances & Business Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of Ludia Consulting's relationship with Microsoft, managing the strategic partnership and resulting pipeline.

• Act as the designated relationship owner for Microsoft, collaborating with PDMs, field sellers, solution specialists, and leaders in Business Applications.

• Oversee and manage the Microsoft Partner Center account, including profiles, attestations, partner agreements, and compliance obligations.

• Propel progress towards achieving Solutions Partner designations and performance scores in solution areas such as Business Applications, Data & AI, and Modern Work.

• Represent Ludia at Microsoft partner summits, quarterly business reviews (QBRs), field alignment meetings, and partner-centric programs.

• Monitor changes in Microsoft programs, including incentive structures, co-sell policy updates, and partner-tier requirements.

• Administer Solutions Partner designations, specialization criteria, skilling thresholds, performance metrics, and customer success indicators.

• Handle CPOR submissions and customer associations effectively.

• Supervise the Microsoft Marketplace presence, AppSource listings, and co-sell eligibility criteria.

• Track and optimize Microsoft Incentive Programs, which include MCI, MACC, deployment funding, and MDF.

• Administer deal registration, PAL tagging, and ACR tracking processes.

• Organize internal certification and skilling initiatives.

• Create and sustain a co-sell pipeline with Microsoft field sellers across Ludia's primary verticals.

• Develop joint account maps to pinpoint white space, stalled deployments, and opportunities for expansion.

• Coordinate Microsoft-sponsored programs, referral pathways, and partner-flagged opportunities.

• Transition Microsoft-sourced leads to Ludia's sales team, providing opportunity context, stakeholder mapping, and warm introductions.

• Monitor Microsoft-sourced pipeline in CRM for channel contribution, attribution, and conversion metrics.

• Formulate joint business plans with Microsoft that outline pipeline targets, solution focus areas, and co-sell strategies.

• Engage in sales pipeline reviews and facilitate partner involvement in ongoing deals.

• Cultivate relationships with Microsoft Business Applications specialists, Dynamics 365 field sellers, and ISV teams.

• Assist in the development of proposals and deal strategies for partner-sourced opportunities.

• Manage the complete co-sell process from Partner Center registration through deal updates, revenue attribution, and win/close reporting.

• Oversee both inbound and outbound co-sell referrals.

• Maintain Ludia's IP co-sell status and co-sell eligibility in the marketplace.

• Utilize Microsoft funding programs, including MDF and FastTrack deployment incentives.

• Collaborate with marketing on Microsoft-aligned campaigns, content, and thought leadership initiatives.

• Organize Ludia's participation in Microsoft-sponsored events, partner forums, and industry conferences.

• Coordinate co-marketing programs, solution area campaigns, and presence at Microsoft Dynamics 365 user groups.

• Contribute to nominations for partner awards, case studies, and reference program submissions.

⛳️ Requirements

• Over 7 years of experience in alliance management, partner sales, business development, or channel development within the Microsoft ecosystem or a Microsoft SI/partner organization.

• Proven history of managing a Microsoft partnership, including expertise in Partner Center, co-sell programs, and partner-tier compliance.

• Demonstrated success in generating pipeline through partner relationships and converting partner-sourced leads into closed revenue.

• Experience engaging directly with Microsoft PDMs, solution specialists, and district sales leadership.

• Background in a consulting, SI, or technology services environment with experience in enterprise customer discussions.

• Extensive working knowledge of Microsoft Partner Center, including Solutions Partner designations, co-sell program management, deal registration, CPOR, and PAL tagging.

• Familiarity with Dynamics 365 (Finance, Supply Chain, Customer Engagement, Field Service, Project Operations), Power Platform, and Azure Data & AI solution areas.

• Knowledge of Microsoft Incentive Programs (MCI, deployment incentives, MDF), MACC agreements, and ACR and skilling metrics.

• Understanding of Microsoft's certification and specialization framework, including requirements, differentiators by tier, and strategies to close gaps.

• Strong executive presence and communication skills, establishing credibility with Microsoft field leadership and C-level customer contacts.

• Excellent cross-functional collaboration skills, capable of driving outcomes across sales, delivery, marketing, and operations without direct authority.

• Data-driven mindset for pipeline management, utilizing dashboards, channel attribution, and alliance ROI reporting.

• Proficiency in CRM systems (Microsoft Dynamics 365 preferred).

• Prior experience with Microsoft, including roles in PDM, field sales, or alliance management.

• Relevant Microsoft certifications in Business Applications, Power Platform, or Azure Data & AI (MB-310, MB-920, PL-900, DP-900, or equivalent).

• Active relationships with Microsoft PDMs, district sales managers, or Business Applications field leadership.

• Familiarity with Azure Marketplace, AppSource listing requirements, and transactable offer structures.

• Industry experience in Energy, Oil & Gas, Manufacturing, or Heavy Equipment sectors.

• Proficiency with outbound prospecting tools (ZoomInfo, LinkedIn Sales Navigator) and Microsoft-aligned account research.

• Exposure to FastTrack for Dynamics 365 or enterprise deployment programs.

🏝️ Benefits

• Willingness to travel for Microsoft events, partner summits, and customer engagements.